I was always taught when I began selling advertising time to clients that by all means sell the features of the product, but always reinforce the benefits. Want is the difference between a benefit and a feature? A feature is a characteristic of a product and a benefit is what it will give the prospect

Yawn, yawn, yawn… wake me up when you’re finished. How many times have you heard an advertiser insist that you put in how many years they have been in business in their marketing material? Lots I am sure. In our latest video, Mike Brunel and Shaun Fay discuss why that position of service is not

I snapped this photo the other day while in the city after it highlighted what I think is a serious negotiation flaw. We’ve talked before about selling features and benefits first, and selling on price

Welcome to 2011 everyone! Hope you all had an enjoyable break with friends and family and are recharged and ready to go for the new year. I wanted to start this year by talking about the most important

We’ve just finished another 3 days of workshops with the management team in London. As part of our roadshow we are launching new products into NRS Media. With any launch of this nature there were some testing and training to do, the outcome was to get the product knowledge up to speed as quickly as

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